|
|
Never Split the Difference:
…[this is] one of the FBI’s most potent negotiating tools: the open-ended question.
|
3 |
|
|
Never Split the Difference:
…all the raw intelligence and mathematical logic in the world is little help in the fraught, shifting interplay of two people negotiating.
|
4 |
|
|
Never Split the Difference:
It all starts with the universally applicable premise that people want to be understood and accepted.
|
16 |
|
|
Never Split the Difference:
By listening intensely, a negotiator demonstrates empathy and shows a sincere desire to better understand what the other side is experiencing.
|
16 |
|
|
Never Split the Difference:
Contrary to popular opinion, listening is not a passive activity. It is the most active thing you can do.
|
16 |
|
|
Never Split the Difference:
…allow me to let you in on a secret: Life is negotiation.
|
17 |
|
|
Never Split the Difference:
Negotiation serves two distinct, vital life functions – information gathering and behavior influencing…
|
17 |
|
|
Never Split the Difference:
Getting what you want out of life is all about getting what you want from – and with – other people.
|
17 |
|
|
Never Split the Difference:
Conflict between two parties is inevitable in all relationships.
|
17 |
|
|
Never Split the Difference:
…it’s useful – crucial even, to know how to engage in… conflict to get what you want without inflicting damage.
|
17 |
